CHAPTER 3
Of Math and MADness: How to Identify the Most Promising Prospects for Your Pipeline
It seems these days that companies are in a hurry to acquire new clients. The prevailing wisdom has been that the sooner they get more paying customers, the greater the chance they will survive and thrive. But, companies seeking to establish a Nonstop Sales Boom must have a different mindset. Their goal is not to get just any client, but the right clients. Or to put it a different way, the question is not “How can we best attract prospects?” but rather “How can we attract the best prospects?”
Attracting the best prospects requires three dynamics:
1. Understanding the quantity of leads you need to attract
2. Understanding the quality of prospects that ...
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